The Fitness Trainer’s Business Building Bible

This blog post could be called ‘The Fitness Trainer’s Business Building Bible’ …because it is TRUTH…

If you’re NOT focused on THIS stuff to grow your personal training business… immediately drop that other stuff you’re doin’ and do this stuff … THIS is this “stuff” that will grow your business, get you clients, and put money in your bank…Now, as a reader of mine you most likely know that there are three big ways to make more money in your business…1. Get More Leads2. Convert More of Those Leads Into Paying Clients3. Maximize the Training Relationship in a Win/Win Way That Helps You Earn More Money Per Clients… Hopefully As Much Per Client As Possible

Pretty much everything to make more money in your training business falls under one of those three ways

THAT’S IT!

So let’s dig into each of these three ways…

1. Get More Leads …

The top ways that work for financially successful trainers to get more leads are…in no particular order…

– Strategically getting referrals from your client base as well as getting referrals from the local community… but not just winging it…

Winging it won’t cut it, strategy is the key

– Facebook Ads and Posts …

Posts like daily pictures and video taking of fun and or crazy challenging workout sessions with your group training clients…

And running contests and challenges with points for not only things like pounds of fat lost, but liking, commenting, tagging, sharing, posting on Facebook

The bigger your client base the better this works

If you do in-home private sessions and have 8 clients it won’t work well for you”

If you do groups and have 30, 60 or 100 clients, it’s a KILLER and can constantly pump new leads into your funnel

The Facebook stuff is getting more and more popular… just remember to KEEP IT FUN

– Google Organic and Google Places are still goodies … Adwords can be hit or miss and a pain in the rear to manage yourself

But the Local Google Stuff and the Organic SEO Rankings can still bring in a good number of leads

– Getting in the Local Media as a Featured Fitness Expert …

Getting on a popular local television news show is by far the best, but magazines and newspapers and local online news sites are good too … One of the best things about this strategy is that it doesn’t cost a thing

– List Building and Email Marketing – The bigger the list, the higher quality leads, the better your relationship with them, and the better your offers, the better you’ll do

– Public speaking gigs like lunch and learns and corporate
talks and then strategically converting members of the audience into either clients OR trials

– And a few misc ways that can be kind of hit or miss are
flyer drops, direct mail, print ads, trade shows and using
lead gen boxes…

But like I said, results are mixed with these… often times it
comes down to the way it’s done, just like the rest of the list

Ok… the next part of the BIG 3 ways to build your training
business is…

2. Convert More of Those Leads Into Paying Clients…

This comes down to having a dialed in sales funnel and continuing to improve the way you do it…

Constantly testing and tweaking to improve conversion rates

I’ve had best results using a qualifying semi-takeaway
consultative sales script that begins on the phone and continues throughout the first workout…

Qualifying them in a way that feels more like I’m trying to
talk them OUT of training with me, instead of trying to talk them into

That works best for more high-end stuff, like semi-private groups

For boot camps and mid to lower range prices here’s a strategy that works great

Let’s say you wanna get $97 / month… first raise your rates
to $147/mo… just bear with me, you’ll understand in about
10 seconds…

Ok, pull them in with something like a ’21 Day for 21 Dollar’ Low Barrier of Entry Offer or a Fitness transformation Contests with an affordable entry fee…

Let’s use 21 Days for $21 as an example….

… Start with an assessment…

Get their measurements, weight, “before” picture and all the normal stuff

But ALSO make sure you find out how much fat they need lose and how much money they spend each month on junk food, fast food/going out to eat, Starbucks, alcohol, Cocaine, Oxycontin and tobacco….

Then, explain how long it’s gonna take them to reach their
fitness goals

Example…

…if they have 45 pounds to lose at an average of a pound a week that’s 45 weeks, whatever it is it’s a lot more than 21 days

And explain to them how most people who only work out for three or four weeks end up quitting their new fitness program without creating any new lasting habits or getting any kind of long term results and how working out is like brushing your teeth…

… And “You wouldn’t brush your teeth for only three weeks would you?” … that is unless your from somewhere Lubbock, Texas or something where people aren’t accustomed to brushing…(I used to live there…damn did I see some crazy lookin’ teeth)

Next make an apples to oranges comparison and say something like this but in your own words…

“Ok, well you said your spending $______ ( let’s say $500) $500 a month on Starbucks and McDonalds, Ben and Jerry’s, Jägermeister, Weed and Oxycontin…

All stuff that RUINS your health…

Now I have a program, it’s called my Referrals Rewards Program and it’s only $______ ( let’s say $97) $97 a month to invest in YOURSELF… to help you lose fat, tone-up, look good and be happier and healthier…

A small fraction of what you’re spending to harm yourself each month…

… Now normally my training program is $147/mo., but with my Referral Rewards Program, which usually drops the rate from $147/mo to $127/mo… today only, since it’s your first time, you qualify to get it for just $97 a montnt… provided you commit today to your new healthy lifestyle today… I’ll commit to you but only if you’re willing to commit to me…

And all you need to do are these three things to get the Referral Rewards Discount…

A.) Bring in one referral a month

B.) Check in on Facebook every time you come in

C.) And before you leave, use your phone to go on Facebook and comment about how awesome or hard or ______ your workout was

It’s a one year program and comes with my Fit Forever
Guarantee, meaning if after at anytime after the 12 months you stop training with me, if ever get out of shape, come back and in and I’ll get you in shape for free”

That’s an example a conversions script that is PROVEN to
convert a high amount of Leads to Paying Clients

And, keep in mind, with the Fit for Life Guarantee very few people will EVER come back and ask to get back in shape for free, in most training businesses NO ONE DOES…

And if one or two do big whooppeee, cuz if you train groups and don’t waste your time with a lot of that one on one stuff who cares if you have an extra person or two?

…All the referrals are funneled right into your low-barrier of entry offer (21 Days for $21) and put through the same conversion funnel

The key is, use a system that’s PROVEN to work and continue to test, tweak and improve

Ok, now for the third part of the equation…

3. Maximize the Training Relationship in a Win/Win Way That Helps You Earn More Money Per Clients… Hopefully As Much Per Client As Possible…

Examples are…

… Retaining them longer so you can help them more… you can do this by using EFT, having long term agreements, running contests and challenges that keep things fun and help them get results and focusing on getting them to change their eating habits so they’re happy with the results you’re helping them get

– Partnering with a good and healthy meal delivery service

– Promoting good auto-ship supplements that can help them get better results and fill in nutritional holes

– Offering group talk sessions .. like a mandatory or voluntary group talk session done in a class-type environment to help them reach their goals… like Carrie Kukuda’s Gap Sessions, where she helps those clients fill in the gaps and charges a reasonable monthly fee

– Offering semi-private training to boot camp clients or the other way around

– Offering other valuable upsells and ascensions to your
clients

Now, out of all these three ways… getting leads, converting
them into paying clients, and maximizing the value exchange so you can make as much per clients as possible…

Guess which one you NEED to have in place, or the others are useless?

That’s right… LEADS

Because let’s say for example, if your conversions to paying clients is 100% but you have zero leads to convert, you get zero clients, because 100% of nothing is nothing

* Results are not typical. Advertised results are only typical of people who worked their tails off and followed every one of the fitness marketing strategies and personal training tips that I outline on my site to really explode their fitness business. Also, if you click on a link on my site to someone else's product, there's a good chance I'm makin' a profit off of it, probably even a steep one.